What we do
Strategy and commercial
Every technology decision at an airport is also a commercial one. The pricing model, the local operating structure and the shape of the bid decide whether the system pays its way.
What we do
Going Systems advises on the commercial side of airport technology: pricing and revenue models, market entry, partnerships, localisation and in-country operating models, business cases, and the deal shaping that gets a programme from proposal to signature.
For suppliers, that means entering Asia Pacific or the Middle East with a plan that fits how airports there buy, a localisation strategy a national programme will accept, and bids that are priced to win and to deliver. It also means staying in front of the people who specify and buy, in the room between pursuits as well as during them, so the relationship is already built when the next one opens. Market entry plans and localisation strategies were the first work Going Systems took on as an independent firm.
For operators and authorities, it means a business case that survives the board, a pricing model benchmarked by people who have built them, and contract terms that hold up in operation.
Focus areas
- Market entry and expansion strategy: Asia Pacific and the Middle East
- Ongoing representation with the specifiers and buyers in the region, between pursuits as well as during them
- Localisation strategy, in-country operating models and local partner structures
- Business case and revenue models: SaaS, hybrid, per passenger
- Pricing, price books and cost-to-serve models
- Capture management, pursuit strategy and bid and proposal management
- Pre-sales and solution design function build
- Contract structuring: SLAs, service credits, acceptance, change
- Partner and channel strategy
- Post-acquisition portfolio integration
- Travel technology commercialisation and distribution partnerships